Retail Industry Fundamentals                                     SR1300

The goal of this course is to help the student gain credibility with
retail industry prospects.  This self-paced workbook introduces basic
industry terms, trends, critical success factors, company organization,
and computer applications.

STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants who
call on retail accounts, but are new to this industry.  CSO sales reps,
sales management, and PSO Consultants who are experienced in this
industry will find it useful as well.

PREREQUISITE:
None

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of the course, students will be able to:
o     Describe a typical retail company's goals, critical success
      factors, obstacles, and the business implications.
o     Describe business and technology trends and their impact on a
      retail company.
o     Describe the key computer application areas in retail.
o     Recognize and use common terminology in the retail industry.
o     Name the major market segments within the retail industry.
o     Describe the organizational structure, operational functions and
      responsibilities of a typical retail company.

COURSE OUTLINE:
Unit 1:     Introducing the Retail Industry
Unit 2:     How is Retail Structured?
Unit 3:     Retail Operations
Unit 4:     Retail Applications
Unit 5:     Industry Trends
Questions are posed at the end of each unit to help students assess
their understanding of the material.

TESTING PROCESS:

Self-Assessment Test included in the workbook.  To access Mastery Test,
send an HPDesk message:



     To:     Fieldtest ADMIN

     Subject:     SR1300

A score of 80% or better represents satisfactory completion.



FORMAT:          Self-paced workbook
LOCATION:        Not applicable

LENGTH:          3 Hours
AVAILABLE:       4/91
LANGUAGE:        English
EQUIPMENT:       None
CLASS SIZE:      Not applicable
ORDERING INFO:   Heart I-2 Order from Support Materials Organization
                 (SMO/C200), Roseville, CA Part # 22894-90012
QUESTIONS:       Contact your Sales Force Program Manager or Country
                 Education Manager
PROJECT MGR:     Laurel Pavesi Telnet/408 447-7577